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Director, Professional Services

Company: Smartsheet Inc
Location: Bellevue
Posted on: May 12, 2022

Job Description:

Director, Professional Services -
at Smartsheet
Smartsheet is looking for an experienced leader in our Professional Services Sales organization, reporting to the Vice President of Professional Services. - This person will be responsible for developing and growing a team of seasoned selling and preselling resources - (Consulting Service Directors and PS Sales Managers) who partner with the Smartsheet Field sales team In either the Large Enterprise or Commercial space to sell value-added services to our customers. Smartsheet's Professional Services Organization consists of five pillars: 1) PS Sales, 2) Customer Outcomes, 3) Solution Services, 4) Consulting and 5) Training. - The Professional Services Sales team ensures that Smartsheet solutions are scoped and sold in a manner which will meet customer objectives and drive customer adoption.
You will be leading one of the go-to-market sales teams for our Professional Services team with a goal of maximizing bookings, revenue and business-critical adoption of the Smartsheet portfolio. You will be a key member of the extended sales team and will be expected to work closely with Sales and PS leadership in developing pipeline generation campaigns, creating value propositions, capturing customer win stories, positioning proposals and statements of work for our customers and supporting the end-to-end sales cycle. You will be managing all sales activity for the Professional Services sales team for the respective territories including Business Alignment, Forecasting, Pipeline Management, Programs, etc. - You will be responsible for meeting or exceeding the Professional Services bookings quotas. In addition, you will cultivate professional and consultative relationships with our customers at an executive level for your supported regions. You will focus on developing a core understanding of the unique business needs of the customer within their industry. - -
The right candidate will possess strong business acumen and a successful track record of selling to business and IT executives, including the ability to translate client needs into appropriate Smartsheet solutions. Strong sales experience in a software and services environment with a proven track record of success is a must. This important role is part of the Professional Services team.
You will: -

  • Lead the services pre-sales process with the sales team to understand the customer's business and technical objectives.
  • Contribute to the strategic plan for Professional Service Sales offerings in your region -
  • Support a team of PS Sales Managers & - Client Service Directors supporting global Enterprise or Commercial/ Strategic Accounts sales reps
  • Partner with Sales Engineering leadership to develop shared best practices
  • Create Professional Services opportunities, manage pursuits, present project SOW's and be an essential partner in closing deals
  • Manage the customer relationship(s) from initial discussions to close of deal and maintain customer relationships to help ensure project success and support the sale of additional services offerings
  • Possess the ability to think through complex and complicated requirements across our services portfolio with a keen ability to customize solutions for our largest clients across our product/services portfolio. - -
  • Have a deep level of professionalism whilst understanding account team and sales urgency for large dollar value opportunities. - -
  • Work collaboratively with the respective Professional Services leaders for resource planning to ensure successful knowledge transfer and onboarding of new customers
  • Conduct yourself as the liaison of each Tier I project engagement, providing status updates to the sales team in a proactive cadence, through engagement closure
  • Promote the transition, post engagement, from the Professional Services Team to Customer Success, if applicable
  • Present Professional Services offerings to existing customers and new prospects
  • Forecast for accounts and opportunities
  • Work with the Professional Services leaders for resource planning to ensure successful knowledge transfer and onboarding of new customers

    You have: -

    • Proven experience selling services to large enterprise companies and successful results working in a sales overlay role in a similar company is required.
    • 10+ years of sales experience and working within consulting organizations
    • Experience defining and building a services sales organization
    • Direct experience and proficiency in leadership and possesses a demonstrated leadership philosophy
    • Experience developing and explaining Business Cases / Return on investment studies
    • Expertise in - facilitating workshops with cross functional resources to develop 3 - 5 year strategic services roadmaps
    • Demonstrated excellence in verbal and written communication skills, to include: needs analysis, positioning, business justification, closing techniques
    • Ability to travel, as needed, up to 50%
    • BS degree or equivalent, advanced degree highly desirable.

      Perks & Benefits:

      • HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
      • Equity - Restricted Stock Units (RSUs) with all offers
      • Lucrative Employee Stock Purchase Program (15% discount)
      • 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
      • Monthly stipend to support your work and productivity
      • Flexible Time Away Program, plus Incidental Sick Leave
      • Up to 24 weeks of Parental Leave
      • Personal paid Volunteer Day to support our community
      • Opportunities for professional growth and development including access to LinkedIn Learning online courses
      • Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
      • Teleworking options from any registered location in the U.S. (role specific) -

        About Smartsheet
        Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, and Australia. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know. -
        At Smartsheet, we strive to build an inclusive environment that encourages, supports, and celebrates the diverse voices of our team members who also represent the diverse needs of our customers. We're looking for people who are driven, authentic, supportive, effective, and honest. You're encouraged to apply even if your experience doesn't precisely match our job description-if your career path has been nontraditional, that will set you apart. At Smartsheet, we welcome diverse perspectives and people who aren't afraid to be innovative-join us! -

Keywords: Smartsheet Inc, Bellevue , Director, Professional Services, Executive , Bellevue, Washington

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